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Saint mkt565 quiz 3




Question;Question 1. 1.Research has found that buyer-suppler;relationships differed according to four factors. Which of the following;would NOT be among those factors? (Points: 5);Importance of supply;Complexity of supply;Availability of alternatives;Supply market dynamism;Demand market conservatism;Question 2. 2.According to the VALS segmentation system;are successful, sophisticated, active, "take-charge;people with high self-esteem. Their purchases often reflect cultivated;tastes for relatively upscale, niche-oriented products and services.;(Points: 5);innovators;thinkers;achievers;experiencers;believers;Question 3. 3.________ combines operationally driven;mass customization with customized marketing in a way that empowers;consumers to design the product service offering of their choice. (Points;5);Consumptionization;Viral marketing;Virtual marketing;Regionalization;Customerization;Question 4. 4.The business buyer faces many decisions in;making a purchase. The number of decisions depends on the buying;situation. All of the following contribute to the number of decisions;required EXCEPT the ________. (Points: 5);complexity of the problem being solved;newness of the buying requirement;number of people involved;applicability of situation to mission statement time;required;Question 5. 5.If Ampex Support Systems is the single;supplier for a local manufacturing company's MRO (maintenance, repair;operating) supplies and needs, Ampex Support Systems is considered as;providing ________ for the manufacturer. (Points: 5);systems buying;purchasing support;turnkey logistics;decision support;systems contracting;Question 6. 6.Webster cautions that ultimately;make purchasing decisions. (Points: 5);only senior managers;individuals, not organizations;organizations, not individuals;third parties;systems contractors;Question 7. 7.A marketer interested in segmenting a;business market based on ________ intends to eventually segment the;market based on power structure and purchasing criteria. (Points: 5);situational factors;purchasing approaches;personal characteristics;operating variables;demographic variables;Question 8. 8.Those who favor localized marketing see;national advertising as wasteful because ________. (Points: 5);it gets too up close and personal with;consumers it;drives up manufacturing and marketing costs by reducing economies of scale it;magnifies logistical problems it;fails to address local needs all;of the above;Question 9. 9.Moving into e-procurement has many;benefits. Which of the following would not be among those benefits?;(Points: 5);Aggregating purchasing across departments;gains larger volume discounts.;Aggregating purchasing gains centrally negotiated volume discounts.;There is less buying of substandard goods from suppliers not on the;approved list. A;smaller purchasing staff is required.;Purchasing gains a significant leverage with top management because of its;management team.;Question 10. 10.In evaluating different market segments;the firm must look at two factors: the segment's overall attractiveness;and ________. (Points: 5);company's objectives and resources the;product to be sold the;purchasing process;competition's strategies the;global nature of the product;Question 11. 11.Which of the following methods may be;used by buyers to review the performance of chosen suppliers? (Points;5);The buyer may contact the end users and;ask for their evaluations. The;buyer may rate the supplier on several criteria using a weighted-score;method. The;buyer might aggregate the cost of poor performance to come up with adjusted;costs of purchase, including price. All;of the above;None of the above;Question 12. 12.A marketer is interested in segmenting a;business market based on technology and customer capabilities. Which of;the following major segmentation variables would most likely be used by;the marketer to assist with the task? (Points: 5);Demographic variables;Purchasing approaches;Situational factors;Personal characteristics;Operating variables;Question 13. 13.If a marketing manager observes that his;or her market shows no natural segments and consumers seem to have;roughly the same preferences, the marketing manager will most likely be;faced with a ________ preferences pattern. (Points: 5);homogeneous;heterogeneous;diffused;clustered;scattered;Question 14. 14.A marketer is interested in segmenting a;business market on ________ if the marketer intends to eventually segment;the market based on loyalty and attitudes toward risk. (Points: 5);situational factors;purchasing approaches;personal characteristics;operating variables;demographic variables;Question 15. 15.In the past, what position did purchasing;departments hold in the management hierarchy of most organizations?;(Points: 5);A high level because of their role in;managing the company's costs A;moderate level because of their spotty record on controlling costs A;low level despite managing more than half of the company's costs A;secretive position;There has been no determination of this position.;Question 16. 16.The purchasing department buys office;supplies on a routine basis. This type of purchase is classified as a;(Points: 5);straight rebuy;modified rebuy new;task;secondary purchase;preordained purchase;Question 17. 17.Marketers usually identify niches by;(Points: 5);dividing a segment into subsegments;conducting VALS tests;allowing consumers to gravitate toward product brands;examining the demographics section of The Handbook of Marketing;producing products that can be used in a variety of ways;Question 18. 18.In the proposal solicitation process;should be marketing documents that describe value and benefits;in customer terms. (Points: 5);written proposals;oral proposals;e-proposals;alliance proposals;global proposals;Question 19. 19.If a market is segmented according to;light, medium, and heavy product users, the marketer segmenting this;market is using the ________ as the means to segment. (Points: 5);user status;usage rate;buyer-readiness stage;occasion;benefit;Question 20. 20.A supplier signs an agreement with a;customer that states $350,000 in savings will be earned by the customer;over the next 18 months in an exchange for a tenfold increase in the;customer's share of supplies ordered by the customer. This is an example;of ________. (Points: 5);solution selling;consultative selling;risk and gain sharing;strategic alignment;demand shifting;Time Remaining


Paper#47091 | Written in 18-Jul-2015

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